Business Development Representative | Remote | Nationwide

Job Description

The Business Development Representative (BDR) will join a strong sales team that values collaboration, communication, and transparency, selling cultural resources services to buyers responsible for government compliance mandates. The BDR researches prospective customers, qualifies or disqualifies prospects, and fills the top of the sales pipeline with quality sales‑ready leads for the sales team to pursue. BDR fosters customer outreach via email, cold calls, social media, and other creative channels.

The BDR conducts exploratory conversations with potential customers, uses business acumen to identify how the firm can help them, and positions the value proposition. The BDR also qualifies inbound leads from the marketing department, aligns customer business objectives to the firm’s offerings, and nurtures prospects who are not ready to buy through phone, email, and social media. The BDR schedules meetings and sources early‑stage qualified leads for account executives and subject matter experts to begin the sales process.

The BDR is expected to meet assigned goals while ensuring a positive outreach experience. The BDR’s functions are critical to building a strong pipeline and ensuring revenue targets are met, allocating 30% to outbound prospecting, 30% to inbound activities, and 40% to researching buyers in commercial businesses and public entities.

Full‑time (salaried with bonus)

Flexible

Hybrid:
Remote and local office

• Generate new clients through researching, cold calling and networking within a defined market.
• Maintain a high level of expertise on the firm’s cultural resources industry solutions.
• Collaborate with colleagues to exchange information such as selling strategies and marketing information.
• Support all lead generation campaigns executed by the marketing department.
• Access, research, and qualify leads, which include:
  • Existing marketing qualified leads (MQLs).
  • New markets and account opportunities.
  • Exceed opportunity goals through consistent follow up and messaging. Quickly identify prospect needs and execute core messaging to increase sales velocity of qualified leads.
• Email and cold call potential customers within territory.
• Prospect social sites (e.g., Linked In), as well as business directories (e.g., Hoovers, Zoom Info) and other venues.
• Identify decision makers within customer’s organization.
• Research potential customers’ business and service needs.
• Plan approaches and pitches.
• Follow established cadence for daily outreach.
• Make 50+ outreach attempts per day (estimate).
• Once contact is made:
  • Conduct prospect needs analysis.
  • Recommend and negotiate appropriate services/products.
  • Qualify prospective customers through targeted questioning using BANT qualification criteria.
  • Handle objections, using a variety of styles to persuade and/or negotiate.
• Lead conversion
  • Convert MQLs to sales accepted leads (SALs) and collaborate primarily with account executives to schedule prospect calls.
• Access multiple databases
  • Zoom Info
  • Social media (Linked In, Twitter)
  • Marketing automation system (Hub Spot)
  • CRM system (Salesforce)
• Record accurate data in Salesforce.
• Maintain organized pipeline and activity records in Salesforce.
• Relationship management
  • Assist sales department and collaborate with marketing department in devising campaigns as needed.
  • Establish strong working relationship with account executives to better understand the firm’s value proposition.
• Perform other duties as assigned.

• High school diploma required.
• 2+ years of relevant phone selling experience.
• Excellent verbal and written communication skills.
• Proficiency with Microsoft Office Suite applications (Word, Excel, PowerPoint, Outlook, Project).
• Prior experience in the cultural resource management / archaeology or A&E industry.
• Prior experience vetting RFPs.

• Bachelor’s degree.
• Knowledge of regulatory environment with environmental or cultural resources management background.
• Knowledge of Salesforce and marketing automation tools.
• Capable of quickly learning service offerings and products to communicate the firm’s value proposition to potential customers. Demonstrates…